Manager or Director or VP
Content
Ronald M. Leonard 1507 Salem Street North Andover, MA 01845 3 [email protected] SUMMARY Cell: Home: 978-257-0588 978-687-191
Perennial quota achieving service, sales, channels & business development execut ive, with many years of progressive experience, selling, delivering and supporti ng high technology products, software & services and exceeding customer expectat ions. Multi-million dollar revenue generation and pipeline growth. Comfortable w orking at the C level to develop and maintain executive level relationships. Val id US Passport. EXPERIENCE Zmanda Inc. - Boston, MA 2010 to 2010
Director, Sales & Channel/Partner Management Created and managed the Channel/Partner Program for North America. Created execu tive level relationships direct, within Var's, Distributors and OEM's to create an indirect sales channel. Worked with Service Providers, Cloud Vendors and infr astructure vendors to offer a SaaS model. Managed all closed sales for Zmanda Pr oduct and Service offerings to ensure successful delivery. Achievements: * Launched and implemented a reseller channel and service provider program. * Recruited, signed, trained and enabled partners. * Leveraged current and previous relationships to create a network of partners. * Articulated Zmanda's products and solutions to partners. * Participated in partner/customer calls/meetings. * Tracked and measured monthly & quarterly results. * Implemented tactical actions to address quarterly gap in sales. * Assessed partner product & service capability and put plans in place to addres s any needs. Arkeia Software Corporation - Boston, MA 2006 to 2010
Eastern Sales & Channel Manager Responsible for the growth of direct sales and channel development on the East C oast for Arkeia Products and Services. Executed an aggressive business plan by e stablishing executive level relationships within VAR's, Distributors, OEM's and Service Providers to grow and create channels sales. Achievements: * Recruited, signed and enabled partners. * Leveraged relationships and created a network of resellers. * Articulated Arkeia's products and solutions to partners. * Created plans to address any training needs. * Participated in partner/customer calls/meetings. * Channel/Partner network exceeded expected revenue levels. * Exceeded FY09 plan. Shapes by Design, LLC - Andover, MA 2004 to 2006
Owner / Operator Created and executed business plan for the conception, financing and implementat
ion of Shapes by Design, a circuit training fitness center. Responsible for all aspects of management including day-today operations, financial management, loc al merchant relationships, sales and marketing, and training of staff. Achievements: * Attained profitability in 11th month of operation by exceeding club membership sales plan and managing expenses. Anacomp, Incorporated - Boston, MA 2003 to 2004
East Regional Multi-Vendor Services Sales Manager Responsible for executive level business development, sales and channel efforts creating OEM, Distributor, and VAR relationships for on-site support of networki ng solutions, data storage, print, logistics, micro-imaging and training service s. Achievements: * Established East Coast Multi-Vendor Services Sales office responsible for $500 ,000 service revenue quota. * Booked over $600,000 service revenue during fiscal year 2004. * Achieved 120% of goal. Ronald M. Leonard, page 2 InteQ Corporation - Boston, MA 2002 to 2003
Director, Channel Account Management Responsible for strategic channel partner growth that fostered an indirect sales model. Established and managed Channel Sales, Project Management of Technical and Engineering teams that supported and executed delivery of an infrastructure that remotely supported network and application management solutions to enterpri se customers. IT Service Management (ITIL) Trained. Achievements: * Sold and delivered a service provider agreement with Hewlett Packard that crea ted a private label version of system and network managed services co-delivered with InteQ. * Grew $ 10,000,000 pipeline through qualified opportunities. * Created highly successful wireless service offering that penetrated domestic a nd international markets and is supporting airport hot spots, hotels and interne t cafes. Aztec Technology Partners, Incorporated - Boston, MA o 2001 2000 t
Director, Maintenance and Professional Service Sales Responsible for selling and supporting integrated solutions for system and netwo rk products. Involved in all major professional service sales opportunities inc luding Platform Services, Network Integration, Managed Services, eBusiness Solut ions, Application Services and Project Management. Maintained strategic vendor relationships with SUN, Hewlett Packard, Compaq, Cisco, GE Access, Barrister and other partners. Achievements: * Exceeded fiscal year 2001 quota of $17,000,000 by 12%. * Sold $14,000,000 in Maintenance Services. * Sold $5,000,000 in Professional Services. Centron Network Solutions - Boston, MA 1998 to 2000
Director, Service Sales and Business Development
Hired, trained and managed a national Service Sales and Business Development Org anization selling high technology network hardware, software, project management and service solutions. In charge of sub-contracting and managing strategic ven dor relationships with Cisco, Nortel, 3COM, IBM, Ameritech and others. ISO 9001T rained. Achievements: * Exceed fiscal year 2000 quota of $20,000,000 by 10%. * Managed team service revenue sales of $22,000,000. * Personally closed $1,500,000 network integration solution sale with Bally Tota l Fitness Corporation. Digital Equipment Corporation - Boston, MA 1987 to 1998
Enterprise Management Services Business Development Manager 1997 to 199 8 Charged with the startup, implementation, business development and operations of enterprise management services providing enterprise-wide system and network man agement solutions for the Eastern U.S. territory. Established and worked relati onships with Digital Sales Representatives, Resellers, VAR's and system and netw ork strategic OEM partners such as Cisco, Computer Associates, Hewlett Packard, IBM, Network General, BMC and others to create and integrate solutions that best fit the client requirements. Achievements: * Produced over $4,000,000 in revenue during the first nine months of operation. Network Management Services Manager 1987 to 1997 Total management responsibility for sales, business development and service deli very of Digital's Network Management Business consisting of LAN and WAN support, consulting services and outsourcing of network and server management support. Portfolio of services included, implementing, consulting and utilizing Digital a nd 3rd party network management tools. Organization consisted of distributed co nsultants and sales throughout the US. Achievements: * Built centralized 7x24 network operation center for delivery of ongoing manage ment services. * Produced in excess of $12,000,000 in profitable revenue in FY96. FY97 growth projections were $18,000,000. EDUCATION AND PROFESSIONAL TRAINING Digital Equipment Corporation - Boston, MA Extensive Technical, Sales and Management Training Programs University of Massachusetts - Lowell, MA Computer Engineering
Perennial quota achieving service, sales, channels & business development execut ive, with many years of progressive experience, selling, delivering and supporti ng high technology products, software & services and exceeding customer expectat ions. Multi-million dollar revenue generation and pipeline growth. Comfortable w orking at the C level to develop and maintain executive level relationships. Val id US Passport. EXPERIENCE Zmanda Inc. - Boston, MA 2010 to 2010
Director, Sales & Channel/Partner Management Created and managed the Channel/Partner Program for North America. Created execu tive level relationships direct, within Var's, Distributors and OEM's to create an indirect sales channel. Worked with Service Providers, Cloud Vendors and infr astructure vendors to offer a SaaS model. Managed all closed sales for Zmanda Pr oduct and Service offerings to ensure successful delivery. Achievements: * Launched and implemented a reseller channel and service provider program. * Recruited, signed, trained and enabled partners. * Leveraged current and previous relationships to create a network of partners. * Articulated Zmanda's products and solutions to partners. * Participated in partner/customer calls/meetings. * Tracked and measured monthly & quarterly results. * Implemented tactical actions to address quarterly gap in sales. * Assessed partner product & service capability and put plans in place to addres s any needs. Arkeia Software Corporation - Boston, MA 2006 to 2010
Eastern Sales & Channel Manager Responsible for the growth of direct sales and channel development on the East C oast for Arkeia Products and Services. Executed an aggressive business plan by e stablishing executive level relationships within VAR's, Distributors, OEM's and Service Providers to grow and create channels sales. Achievements: * Recruited, signed and enabled partners. * Leveraged relationships and created a network of resellers. * Articulated Arkeia's products and solutions to partners. * Created plans to address any training needs. * Participated in partner/customer calls/meetings. * Channel/Partner network exceeded expected revenue levels. * Exceeded FY09 plan. Shapes by Design, LLC - Andover, MA 2004 to 2006
Owner / Operator Created and executed business plan for the conception, financing and implementat
ion of Shapes by Design, a circuit training fitness center. Responsible for all aspects of management including day-today operations, financial management, loc al merchant relationships, sales and marketing, and training of staff. Achievements: * Attained profitability in 11th month of operation by exceeding club membership sales plan and managing expenses. Anacomp, Incorporated - Boston, MA 2003 to 2004
East Regional Multi-Vendor Services Sales Manager Responsible for executive level business development, sales and channel efforts creating OEM, Distributor, and VAR relationships for on-site support of networki ng solutions, data storage, print, logistics, micro-imaging and training service s. Achievements: * Established East Coast Multi-Vendor Services Sales office responsible for $500 ,000 service revenue quota. * Booked over $600,000 service revenue during fiscal year 2004. * Achieved 120% of goal. Ronald M. Leonard, page 2 InteQ Corporation - Boston, MA 2002 to 2003
Director, Channel Account Management Responsible for strategic channel partner growth that fostered an indirect sales model. Established and managed Channel Sales, Project Management of Technical and Engineering teams that supported and executed delivery of an infrastructure that remotely supported network and application management solutions to enterpri se customers. IT Service Management (ITIL) Trained. Achievements: * Sold and delivered a service provider agreement with Hewlett Packard that crea ted a private label version of system and network managed services co-delivered with InteQ. * Grew $ 10,000,000 pipeline through qualified opportunities. * Created highly successful wireless service offering that penetrated domestic a nd international markets and is supporting airport hot spots, hotels and interne t cafes. Aztec Technology Partners, Incorporated - Boston, MA o 2001 2000 t
Director, Maintenance and Professional Service Sales Responsible for selling and supporting integrated solutions for system and netwo rk products. Involved in all major professional service sales opportunities inc luding Platform Services, Network Integration, Managed Services, eBusiness Solut ions, Application Services and Project Management. Maintained strategic vendor relationships with SUN, Hewlett Packard, Compaq, Cisco, GE Access, Barrister and other partners. Achievements: * Exceeded fiscal year 2001 quota of $17,000,000 by 12%. * Sold $14,000,000 in Maintenance Services. * Sold $5,000,000 in Professional Services. Centron Network Solutions - Boston, MA 1998 to 2000
Director, Service Sales and Business Development
Hired, trained and managed a national Service Sales and Business Development Org anization selling high technology network hardware, software, project management and service solutions. In charge of sub-contracting and managing strategic ven dor relationships with Cisco, Nortel, 3COM, IBM, Ameritech and others. ISO 9001T rained. Achievements: * Exceed fiscal year 2000 quota of $20,000,000 by 10%. * Managed team service revenue sales of $22,000,000. * Personally closed $1,500,000 network integration solution sale with Bally Tota l Fitness Corporation. Digital Equipment Corporation - Boston, MA 1987 to 1998
Enterprise Management Services Business Development Manager 1997 to 199 8 Charged with the startup, implementation, business development and operations of enterprise management services providing enterprise-wide system and network man agement solutions for the Eastern U.S. territory. Established and worked relati onships with Digital Sales Representatives, Resellers, VAR's and system and netw ork strategic OEM partners such as Cisco, Computer Associates, Hewlett Packard, IBM, Network General, BMC and others to create and integrate solutions that best fit the client requirements. Achievements: * Produced over $4,000,000 in revenue during the first nine months of operation. Network Management Services Manager 1987 to 1997 Total management responsibility for sales, business development and service deli very of Digital's Network Management Business consisting of LAN and WAN support, consulting services and outsourcing of network and server management support. Portfolio of services included, implementing, consulting and utilizing Digital a nd 3rd party network management tools. Organization consisted of distributed co nsultants and sales throughout the US. Achievements: * Built centralized 7x24 network operation center for delivery of ongoing manage ment services. * Produced in excess of $12,000,000 in profitable revenue in FY96. FY97 growth projections were $18,000,000. EDUCATION AND PROFESSIONAL TRAINING Digital Equipment Corporation - Boston, MA Extensive Technical, Sales and Management Training Programs University of Massachusetts - Lowell, MA Computer Engineering
